Lessons in Adversity From a Father, Triathlete and 9-time Cancer Survivor with Brian Balmes

Mark McGraw welcomes Brian Balmes—a long-time Sandler advocate and the Sales Manager at Mayer Electric Supply. Brian’s inspiring story goes far beyond his professional success.

To find our handout for this episode, click here.

As a nine-time cancer survivor, Brian shares profound lessons on overcoming adversity, building resilience, and developing unshakable mental and emotional toughness.

We’ll also dive into practical strategies for time management and mindset mastery, exploring how to stay focused when plans derail and challenges arise.

• Brian starts by sharing his transition from engineering to technical sales.
• Brian opens up about his 26-year cancer journey, surviving nine battles and enduring chemotherapy for a high-grade tumor.
• How Brian’s cancer journey taught him to master time management and focus on what truly matters. He turned his challenges into a blueprint for prioritizing life's most important aspects.
• Brian explains how, despite a demanding life, he prioritizes fitness to stay grounded.
• How cancer pushed Brian to focus on what he could control instead of what he couldn’t. His mantra of controlling the controllable became a game-changer in navigating adversity.
• Understand that even doing the smallest tasks to the best of your ability builds pride and confidence.
• Brian explains that when life feels overwhelming, the key is knowing what to prioritize. By giving and taking where necessary, you can create a sense of balance even when life gets hectic.
• Mark shares his thoughts on breaking down big goals into manageable steps while keeping the bigger picture in mind.
• Why consistency and goal setting matter more than the size of your achievements. Small, consistent actions can lead to extraordinary results over time.
• How having one big goal with smaller milestones helps you stay motivated. Brian shares why these incremental wins pave the way to reaching your ultimate objective.
• Mark and Brian cover ways salespeople can learn to weather dry spells, keep emotions steady, and stay proactive.
• When sales are slow, Brian reminds us that better days are always ahead. Although they might not come immediately, knowing they’re on the horizon can keep you optimistic.
• Mark explains why you should never take bad situations personally. He believes that challenges often have nothing to do with your worth and sometimes are beyond your control.
• How practicing gratitude can help you stay positive during tough times.
• Mark and Brian discuss how writing down what you’re thankful for helps you see the abundance in your life, even when challenges arise.
• Writing down the good in your life reminds you of your blessings and keeps negativity in check.
• How focusing on what you can influence leads to better outcomes. Brian shares that even when you can’t control everything, you can still take steps to improve your situation.
• The power of logical thinking in helping salespeople process challenges more effectively--there is value in focusing on facts rather than emotions when making important decisions.
• Brian shares why he refuses to let cancer define his identity. He focuses on living his life fully and staying true to who he is, regardless of the circumstances.
• The benefits of taking action during trying times. According to Mark, moving forward, even in small ways, is a powerful way to overcome challenges.
• Why compartmentalization is essential for managing life’s ups and downs. Mark explains how separating different aspects of life helps maintain focus and emotional balance.
• Mark and Brian agree that saying “no” can be a game-changer for time management. Mastering this skill ensures you focus on what truly matters.
• Why self-pity can keep you stuck during tough times. Brian encourages salespeople to find ways to move through adversity instead of staying in a cycle of negativity.
• Brian shares a moving story about meeting another cancer warrior. Their interaction demonstrates the profound impact of connection and mutual encouragement.
• Brian exemplifies what it means to have high self-confidence. His mindset and resilience serve as an inspiration for those looking to build their own self-belief.

Mentioned in This Episode:

BuildingYourSalesEngine.com/follow

Sandler.com

BuildingYourSalesEngine.com/sandler

Brian Balmes on LinkedIn

BuildingYourSalesEngine.com/8